Creating Rainmakers: The Manager's Guide to Training Professionals to Attract New Clients

As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do. Creating Rainmakers outlines all the steps managers should take to turn their professional staff into a powerful team of sales winners. Based on interviews with more than one hundred preeminent rainmakers, this unique guide discusses specific elements of the rainmaking process-such as lead generation and building a strong network of contacts-and defines exactly what successful rainmakers do to stay on top of their game.Ford Harding (Maplewood, NJ) is the founder and President of Harding & Company, a firm which helps management consultants, public relations specialists, accountants, architects, attorneys, executive recruiters, and engineers win new clients. Prior to starting his own firm, Mr. Harding spent 15 years with a consulting firm where he served on the executive committee and ran their Eastern Regional Office.